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About the Role

The Director, Institutional Sales APAC will be responsible for driving new sales efforts in Sydney, expanding business by identifying opportunities, coordinating resources, and demonstrating technical product expertise. This role also supports the Head of APAC in leading projects and managing responsibilities to create new sales opportunities and mitigate client retention risk.

Responsibilities

• Identify, target and engage with prospects across APAC markets.
• Create and manage new business opportunities, including demonstrating products, creating presentation materials, and coordinating responses to RFPs and questionnaires.
• Develop deep technical expertise in GL products, and knowledge of GL staff and processes.
• Coordinate meetings as needed, including client due diligence visits, sales presentations, and conferences and events hosted by GL or otherwise.
• Collaboration with the Client Service team to strengthen relationships with existing clients and identify opportunities for cross-selling.
• Identify sales trends and opportunities to improve processes by analyzing internal and external data.
• Document interactions and all appropriate activity in the company’s CRM, and actively maintain accurate pipeline information.

Requirements

• Undergraduate degree required
• 15+ years of relevant experience required
• Experience in sales and ESG / corporate governance required

Skills

• Ability and communication skill to initiate and develop meaningful relationships across all levels of clients and prospects, from C-suite to day-to-day administrative contacts
• Experience and skill in delivering presentations at a high level within the financial services market
• Organized, efficient, accountable, and comfortable in a deadline-driven environment
• Interpersonal skills to build collaborative internal relationships and shepherd necessary resources for success across departments
• Excellent writing and communications skills
• Willingness to work autonomously to solve problems in a flat organization
• Proficiency in European languages are preferred
• Proficiency with Microsoft Office suite; familiarity with sales CRMs like salesforce.com or HubSpot preferred
• Thorough understanding of the existing dynamics of the corporate governance and ESG markets
• Direct experience building strategic relationships with asset owners and asset managers

Location

• Sydney

Work Type

• Full-time
• Hybrid

Experience Level

• 15+ years of relevant experience

Education Level

• Undergraduate degree

About the Company

• Glass Lewis is a trusted ally to more than 1,300 investors globally who use our corporate governance research, custom policy recommendations, engagement services and tools, and industry-leading proxy vote management solution to help drive value across their governance activities.
• We also work with over 3,000 corporate issuer clients, providing research reports, thought leadership, customized voting policies, equity plan models, and opportunities for direct engagement on material governance and disclosure practices.
• Glass Lewis’ industry-leading research and analysis covers more than 30,000 meetings each year across approximately 100 global markets.
• Our clients include many of the world’s leading pension funds, mutual funds, and asset managers, collectively managing over $40 trillion in assets.
• We have teams located across the United States, Europe, and Asia-Pacific regions, giving us global reach with a local perspective on the most important governance issues.
• Founded in 2003, Glass Lewis is headquartered in San Francisco, California with additional offices in Kansas City, Missouri; London, U.K.; Paris, France; Amsterdam, Netherlands; Limerick, Ireland; Karlsruhe, Germany; Stockholm, Sweden; Manila, Philippines; Toronto, Canada; Sydney, Australia; Timișoara, Romania; and Tokyo, Japan.
• Our team includes more than 600 full-time employees globally, over half of which are dedicated to research.
• For more information, please visit www.glasslewis.com.

Equal Opportunity

• Glass Lewis is committed to providing equal employment opportunities to all qualified individuals, regardless of age, gender identity, religion, disability, or background.